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About the Company
A leading OSS products and systems company.
Scope
Reporting directly to the President, the Vice President, Sales & Marketing will assume overall responsibility for all sales and marketing activities in pursuit of the company’s revenue growth objectives globally. Driving top line results, the Vice-President, Sales & Marketing will act as the company’s primary sales interface and will be responsible for revenue growth across all customer, geographic and product segments.
With sales operations across North and South America, Europe and Japan, the Vice President, Sales & Marketing be responsible for development of the sales team, customer acquisition, market competitiveness, pricing, compensation and channel strategy. As well, the successful candidate will oversee the company’s marketing organization and activities worldwide, which include: brand/corporate marketing, partner/channel management, product marketing, investor relations and elements of internal communications.
Duties and Responsibilities
Specific accountabilities and responsibilities include:
- Leading the development of ‘go to market’ sales and marketing strategies across the company’s portfolio of OSS products including regional strategies
- Establish sales metrics and develop sales processes to monitor an accurate sales funnel
- Oversee the hiring and development of a global sales organization, appropriate for the company’s maturity/size
- Establish compensation, training, and sales incentive programs
- Maintain existing customer relationships while developing strategies for expanding the company’s customer base
- Develop pricing policies, including volume discounts and terms and conditions, for high-profile customers and channel partners
- Actively participate in annual strategy planning sessions bringing forward innovative ideas and plans in an attempt to bring the company to the next level
- Actively participate in the annual budget process by providing accurate forecast of coming year activities
- Responsible for corporate positioning and competitive analysis, customer segment selection and penetration plans, and related product positioning
- Oversee marketing communications including branding, public relations, advertising, white papers, trade shows, seminars and events collateral materials, analyst and market research management, and website design and content either directly or on an outsourced basis
- Identify and develop strategic alliances, communicate with BoD members, and close/grow major customer accounts
- Act as a spokesperson for the company with press and analysts and at industry events
Skills and Competencies
- Excellent verbal and written communication skills
- Well developed negotiation skills
- Strategic and conceptual thinker
- Strong business acumen
- Strong leadership skills
- Decision making capabilities
- Problem solving skills
- Strong organizational skills
- Time management skills
- Exceptional presentation skills
- Results oriented
- Effective teamwork skills
- Highly self-motivated
- Able to handle a high level of stress
Preferred Experience / Education
- A University Degree in Business or Technology. M.B.A preferred
- 10+ years progressive sales & marketing experience with at least 5 years in a senior management position with a telecom company with revenues in excess of $25m
- Outstanding consultative, solution selling capabilities; excellent interpersonal and communication skills with an ability to influence executive level decision makers
- Experience selling software solutions to global cable and telecom players both directly and through systems integrators and other channel partners
- Entrepreneurial style marked by imagination and initiative with an evangelical sales orientation in new product/new market introduction
- A team player with a proven ability to work collaboratively with customers, project teams, and other members of an executive team
- Required to travel up to 50% of time
Remuneration and Benefits
- Highly competitive, industry-leading package.